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What is Talisma's global marketing strategy for its
product offerings?
We have a strong channel-based approach towards selling our products. We
operate with the help of three different channels-direct, partner and
self-service (Internet-based). As most of our products involve a fair amount of
integration with other systems, we have a strong partner strategy to help us
achieve our goal. We have a strong focus towards geographies such as North
America and Europe for the enterprise segment.
How does Talisma work with solution providers? What kind of
opportunities do your products offer to this community when it comes to giving
them a chance to move up the value chain?
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| -Girish
Krishnamurthy, MD-APAC, Talisma |
At present, we have a small but very active solution provider
community of about nine partners in India. Before deciding for such business
critical partnerships, we look for specific qualities in them. This is precisely
the reason why we don't have too many partners. We certainly look at the value
that these partners are going to add to our products and our end-customers value
proposition as well. We also look at the business match between these solution
providers and us. As a result a partner moves up the value chain much easily
with the help of our products and offerings.
How do you make sure that your product offering is always
cutting edge?
In order to achieve this task we always go back to our customers for getting
the feedback through regular interactions. These interactions help us decide on
the overall product roadmap and further enhancing our business model as well.
How is the Indian market different from other geographies
where you have your presence?
The Indian market is quite active for us and we have some of the big
enterprises as our customers here. Segments like BFSI and the booming ITES
sector are very important to us. But the Indian market is pretty different when
it comes to our self-service channel that is primarily Internet-based.
Internet-based enterprise product sales are not happening in India.
Moving forward, we do expect this to be a good profiting area
for the company as there are some customers who are showing greater level of
confidence on the Internet-based models in India. Healthcare is another area,
which holds a lot of potential in India. Some of Talisma's customers in India
include AOL, Aviva, Birla Sun Life, Canara Bank, Canon, Citibank, Cholamandalam
AMC, Club Mahindra, Daimler-Chrysler, Dell, DHL, Himalaya, ICICI Lombard, iGATE,
Microsoft, Prudential ICICI, Reliance Infocomm, Siemens, Sony and UTI Bank.
Within India we have 600 customers and around 640 worldwide.
Which verticals and geographies would you be focusing on
in the coming months? Are you looking at adding new partners to your network?
As far as geographies are concerned, we have a big focus towards the
European region now. We have just shortlisted around 30 partners that we would
be working with in the European region. Globally we work very closely with
around 75 partners. We are always open to adding new partners. This is an
evolving process for us.
But we do not add partners just for the sake of increasing
the numbers. As mentioned before, we always look at the overall value that a
partner is going to add to our products. At the same time we also look at the
value that this partner is delivering to our end customer.
-ZIA ASKARI Page(s) 1
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